Dawn Stonerock Scott Smith 4/21/09 EVALUATION PLAN- PIONEER SURGICAL  SALES REPRESENTATIVE TRAINING
Introduction <ul><li>What is Pioneer Surgical? </li></ul><ul><ul><li>What do they do? </li></ul></ul><ul><ul><li>Organizat...
Goals of Program <ul><li>Goal of Training Program </li></ul><ul><li>Goal of Program Evaluation  </li></ul>
Program Considerations  <ul><li>Agenda </li></ul><ul><ul><li>Schedule </li></ul></ul><ul><ul><ul><li>5 days (36.75 hrs) </...
Program Considerations - continued <ul><ul><li>Topics </li></ul></ul><ul><ul><ul><li>Product Lines </li></ul></ul></ul><ul...
BASIC CLINICAL TRAINING AGENDA
Level One Evaluation (Reaction) – Reaction Questionnaire <ul><li>Purpose </li></ul><ul><ul><li>Participant Attitudes/Perce...
Level One Evaluation (Reaction) – continued <ul><li>Design & Data Collection </li></ul><ul><ul><li>Confidential (name opti...
Level One Evaluation (Reaction) – continued <ul><ul><li>Participant level of participation/Commitment </li></ul></ul><ul><...
Level One Evaluation (Reaction) – continued <ul><li>Analysis </li></ul><ul><ul><li>Quantitative data </li></ul></ul><ul><u...
Level 1  Evaluations
Level One Evaluation (Reaction) – continued <ul><li>Advantages:  </li></ul><ul><ul><li>Still fresh in mind </li></ul></ul>...
Level Two (Learning Evaluation)  <ul><li>Purpose </li></ul><ul><ul><li>Effectiveness in meeting objectives </li></ul></ul>...
Level Two (Learning Evaluation) - continued  <ul><li>Design & Data Collection </li></ul><ul><ul><li>Format of course:  </l...
Level Two (Learning Evaluation) - continued <ul><li>Design & Data Collection </li></ul><ul><ul><li>Format: </li></ul></ul>...
Level 2  Evaluation
Level Two (Learning Evaluation) - continued <ul><li>Analysis </li></ul><ul><ul><li>85% Passing </li></ul></ul><ul><ul><li>...
Level Three (Application)  <ul><li>Purpose </li></ul><ul><ul><li>Is it being applied? Barriers? </li></ul></ul><ul><ul><li...
Level Three (Application) - continued <ul><li>Desired Training Outcomes </li></ul><ul><ul><li>One version to sales represe...
Level Three (Application) - continued  <ul><li>Design & Data Collection </li></ul><ul><ul><li>Format: </li></ul></ul><ul><...
Level 3  Evaluation
Level Four (Business Impact)  <ul><li>Purpose & Desired Training Outcomes </li></ul><ul><ul><li>Measure  sales impact </li...
Level Four (Business Impact) - continued <ul><li>Analysis </li></ul><ul><li>A Experimental Group Sales (program attendees)...
Estimated Program Costs
Training Profitability <ul><li>Program Costs </li></ul><ul><ul><li>Development = $12,140 </li></ul></ul><ul><ul><li>Delive...
Thank you! <ul><li>Questions? </li></ul>
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Evaluation Plan Presentation

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  • Evaluation Plan Presentation

    1. 1. Dawn Stonerock Scott Smith 4/21/09 EVALUATION PLAN- PIONEER SURGICAL SALES REPRESENTATIVE TRAINING
    2. 2. Introduction <ul><li>What is Pioneer Surgical? </li></ul><ul><ul><li>What do they do? </li></ul></ul><ul><ul><li>Organizational Structure </li></ul></ul><ul><ul><li>Sales </li></ul></ul><ul><li>Need for Training </li></ul><ul><ul><li>Risks </li></ul></ul><ul><ul><li>Timeliness </li></ul></ul>
    3. 3. Goals of Program <ul><li>Goal of Training Program </li></ul><ul><li>Goal of Program Evaluation </li></ul>
    4. 4. Program Considerations <ul><li>Agenda </li></ul><ul><ul><li>Schedule </li></ul></ul><ul><ul><ul><li>5 days (36.75 hrs) </li></ul></ul></ul><ul><ul><ul><li>Monday –Thursday, 8am - ~4:45 , Friday 8:00am-12:45pm </li></ul></ul></ul><ul><ul><ul><li>1 - 45 minute Lunch break, Food provided </li></ul></ul></ul><ul><ul><ul><li>2 – 15 minute breaks </li></ul></ul></ul><ul><ul><li>Location </li></ul></ul><ul><ul><ul><li>Pioneer Corporate Building, North Marquette </li></ul></ul></ul><ul><ul><ul><ul><li>Training Room </li></ul></ul></ul></ul><ul><ul><ul><li>Lodging provided </li></ul></ul></ul>
    5. 5. Program Considerations - continued <ul><ul><li>Topics </li></ul></ul><ul><ul><ul><li>Product Lines </li></ul></ul></ul><ul><ul><ul><li>Selling/Marketing Strategies </li></ul></ul></ul><ul><ul><ul><li>4 Units, Five Days </li></ul></ul></ul><ul><ul><ul><ul><li>Unit /Sections </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Unit => Learning Evaluation </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Day => Reaction Evaluation </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Section/Subject: Learning Activities </li></ul></ul></ul></ul>
    6. 6. BASIC CLINICAL TRAINING AGENDA
    7. 7. Level One Evaluation (Reaction) – Reaction Questionnaire <ul><li>Purpose </li></ul><ul><ul><li>Participant Attitudes/Perceptions => Value & Effectiveness of Program </li></ul></ul><ul><ul><li>Self-examination => Participation/ Commitment </li></ul></ul><ul><ul><li>Used by training Staff => program improvement </li></ul></ul><ul><li>Desired Training Outcomes </li></ul><ul><ul><li>Participant Satisfaction </li></ul></ul><ul><ul><ul><li>Instructor/Delivery </li></ul></ul></ul><ul><ul><ul><li>Content/Activities </li></ul></ul></ul><ul><ul><ul><li>Overall Time Investment </li></ul></ul></ul><ul><ul><li>Self-Analysis </li></ul></ul><ul><ul><ul><li>Motivation </li></ul></ul></ul>
    8. 8. Level One Evaluation (Reaction) – continued <ul><li>Design & Data Collection </li></ul><ul><ul><li>Confidential (name optional) </li></ul></ul><ul><ul><li>Each Day=> Reaction Evaluation </li></ul></ul><ul><ul><ul><li>Likert Scale => Poor, Fair, Good, Excellent </li></ul></ul></ul><ul><ul><ul><ul><li>Instructor Performance </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Prepared </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Understandable </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Positive Atmosphere </li></ul></ul></ul></ul><ul><ul><ul><li>Methods </li></ul></ul></ul><ul><ul><ul><ul><li>Learning Activities </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Study Materials/Handouts </li></ul></ul></ul></ul>
    9. 9. Level One Evaluation (Reaction) – continued <ul><ul><li>Participant level of participation/Commitment </li></ul></ul><ul><ul><li>Overall investment of time </li></ul></ul><ul><ul><ul><li>Both 1-10 scale </li></ul></ul></ul><ul><ul><li>Open-ended comment section </li></ul></ul><ul><ul><li>Time requirement: 10 minutes => end of each day </li></ul></ul>
    10. 10. Level One Evaluation (Reaction) – continued <ul><li>Analysis </li></ul><ul><ul><li>Quantitative data </li></ul></ul><ul><ul><ul><li>Likert-like # Assignment </li></ul></ul></ul><ul><ul><ul><ul><li>Poor = 1, fair = 2, good = 3, Excellent = 4 </li></ul></ul></ul></ul><ul><ul><ul><li>Scoring using addition of # </li></ul></ul></ul><ul><ul><ul><li>Charts/Graphs </li></ul></ul></ul><ul><ul><li>Qualitative data </li></ul></ul><ul><ul><ul><li>Comment Section </li></ul></ul></ul>
    11. 11. Level 1 Evaluations
    12. 12. Level One Evaluation (Reaction) – continued <ul><li>Advantages: </li></ul><ul><ul><li>Still fresh in mind </li></ul></ul><ul><ul><li>Easy to administer (10-15 minutes, max) </li></ul></ul><ul><ul><li>Easy to Analyze, tabulate, and summarize </li></ul></ul><ul><ul><li>Visually pleasing, neat and orderly </li></ul></ul><ul><ul><li>Easy to understand </li></ul></ul><ul><li>Disadvantages: </li></ul><ul><ul><li>Data is subjective </li></ul></ul><ul><ul><ul><li>Opinions/feelings of participants </li></ul></ul></ul><ul><ul><ul><li>Biased? => positive/negative </li></ul></ul></ul><ul><ul><ul><li>Least trustworthy of all evaluations </li></ul></ul></ul>
    13. 13. Level Two (Learning Evaluation) <ul><li>Purpose </li></ul><ul><ul><li>Effectiveness in meeting objectives </li></ul></ul><ul><ul><li>2 Reasons: Participants / Sponsors </li></ul></ul><ul><li>Desired Training Outcomes </li></ul><ul><ul><li>Individual competency on knowledge & usage </li></ul></ul>
    14. 14. Level Two (Learning Evaluation) - continued <ul><li>Design & Data Collection </li></ul><ul><ul><li>Format of course: </li></ul></ul><ul><ul><ul><li>Introduce new material </li></ul></ul></ul><ul><ul><ul><li>Build upon </li></ul></ul></ul><ul><ul><li>Learning evaluations by written performance tests at end of each unit 1-3 </li></ul></ul><ul><ul><ul><li>Done in morning after open discussion overview </li></ul></ul></ul><ul><ul><li>Collaborative effort in writing tests </li></ul></ul><ul><ul><li>Proctored by program facilitators </li></ul></ul>
    15. 15. Level Two (Learning Evaluation) - continued <ul><li>Design & Data Collection </li></ul><ul><ul><li>Format: </li></ul></ul><ul><ul><ul><li>Multiple Choice, T&F, Fill in blank </li></ul></ul></ul><ul><ul><li>Quick and simple </li></ul></ul><ul><ul><li>Unit 4: Experienced in sales </li></ul></ul><ul><ul><ul><li>Review and prepare </li></ul></ul></ul><ul><ul><ul><li>Informal performance testing – Role plays and case study review </li></ul></ul></ul><ul><ul><ul><li>Group effort </li></ul></ul></ul>
    16. 16. Level 2 Evaluation
    17. 17. Level Two (Learning Evaluation) - continued <ul><li>Analysis </li></ul><ul><ul><li>85% Passing </li></ul></ul><ul><ul><li>Tabulated by program coordinator </li></ul></ul><ul><ul><li>Measures of central tendency </li></ul></ul><ul><ul><ul><li>Outliers -> adjustments </li></ul></ul></ul>
    18. 18. Level Three (Application) <ul><li>Purpose </li></ul><ul><ul><li>Is it being applied? Barriers? </li></ul></ul><ul><ul><li>Results used by: </li></ul></ul><ul><ul><ul><li>Distributors (Principles) </li></ul></ul></ul><ul><ul><ul><li>Facilitators </li></ul></ul></ul><ul><ul><ul><li>Administration </li></ul></ul></ul>
    19. 19. Level Three (Application) - continued <ul><li>Desired Training Outcomes </li></ul><ul><ul><li>One version to sales representative </li></ul></ul><ul><ul><li>Second version to supervisor (Distributor) </li></ul></ul><ul><ul><li>One month post training </li></ul></ul><ul><ul><li>Measurable outcomes: </li></ul></ul><ul><ul><ul><li>Product knowledge </li></ul></ul></ul><ul><ul><ul><li>Ability to sell </li></ul></ul></ul><ul><ul><ul><li>Performance in OR </li></ul></ul></ul><ul><ul><ul><li>Overall job performance </li></ul></ul></ul><ul><ul><ul><li>Motivation and confidence levels </li></ul></ul></ul>
    20. 20. Level Three (Application) - continued <ul><li>Design & Data Collection </li></ul><ul><ul><li>Format: </li></ul></ul><ul><ul><ul><li>Questionnaire </li></ul></ul></ul><ul><ul><ul><li>Likert scale (strongly disagree to strongly agree) </li></ul></ul></ul><ul><ul><li>Distribution </li></ul></ul><ul><ul><ul><li>By program coordinator </li></ul></ul></ul><ul><ul><ul><li>Self-addressed, stamped envelopes </li></ul></ul></ul><ul><ul><ul><li>Collected, tabulated and shared by coordinator </li></ul></ul></ul><ul><ul><li>Ease, anonymity, convenience </li></ul></ul><ul><ul><li>Gift incentive – Pioneer dollars </li></ul></ul>
    21. 21. Level 3 Evaluation
    22. 22. Level Four (Business Impact) <ul><li>Purpose & Desired Training Outcomes </li></ul><ul><ul><li>Measure sales impact </li></ul></ul><ul><ul><li>Positive sales impact = Profit, Negative = Loss </li></ul></ul><ul><ul><ul><li>Success (positive)? </li></ul></ul></ul><ul><ul><ul><li>Justification of program </li></ul></ul></ul><ul><ul><ul><li>Changes in programming? </li></ul></ul></ul><ul><li>Design & Data Collection </li></ul><ul><ul><li>Monthly sales reports </li></ul></ul><ul><ul><ul><li>Control vs. Experimental group </li></ul></ul></ul><ul><ul><li>3 month, 6 month, 1 year </li></ul></ul>
    23. 23. Level Four (Business Impact) - continued <ul><li>Analysis </li></ul><ul><li>A Experimental Group Sales (program attendees) </li></ul><ul><li>- B Control Group Sales (non program participants) </li></ul><ul><li>C Increased sales attributable to training </li></ul><ul><li>  </li></ul><ul><li>C Increased sales attributable to training </li></ul><ul><li>-D Cost of program </li></ul><ul><li>E Business Financial Impact (net $) </li></ul><ul><li>C-D </li></ul><ul><li>D = Cost/Benefit Ratio (CBR) [X: 1] </li></ul><ul><li>C-D </li></ul><ul><li>D • 100 = Return on Investment (ROI) [X%] </li></ul>
    24. 24. Estimated Program Costs
    25. 25. Training Profitability <ul><li>Program Costs </li></ul><ul><ul><li>Development = $12,140 </li></ul></ul><ul><ul><li>Delivery = $18,785 </li></ul></ul><ul><ul><li>Total First Time Cost = $30, 925 </li></ul></ul><ul><li>Increased Profit </li></ul><ul><ul><li>Average profit from product sales </li></ul></ul><ul><ul><li>Increased # of sales </li></ul></ul>
    26. 26. Thank you! <ul><li>Questions? </li></ul>

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